A sales territory is normally thought of in the terms of a customer group or geographic district for which an individual salesperson or sales team holds responsibility, e.g., a health and fitness clothing line might give protected sales territories to their sales team.
Sales territories can be defined on the basis of geography, sales potential, history of sales volume, or a combination of factors. As a rule, most companies strive to balance out their territories with the most productive reps because this can reduce costs and increase the ROI.
But health clubs normally do not have sales territories because they normally don’t have an outside sales team. They might have one or two sales people at best, but in most cases, they do not have a dedicated sales team. You can observe the membership director or the general manager trying to wear a hundred different hats by doing the health club marketing and sales and everything else that is unrealistically expected of them. This is out of necessity in most cases, but as they say, “nobody can be great at everything.”
When you are in health club marketing and health club professional sales, you need to study the craft just as you study physiology as a trainer, i.e., every day, not once a month. Keep in mind, the more you know about anything the more efficient you are going to be at it. Health club marketing and health club professional sales are arts that you don’t just naturally come by. If you think you are a “born salesman” and don’t think you need to study the art then you are a con man and not a professional.
When you think about sales territories within the health club industry, you really are looking at the territory as being the target market around your health club. If you have more than one person devoted or focusing on sales and marketing it is a good idea to divide your geographic area around your health club into territories. This will help you find out who is doing the best job and it will also give them the opportunity to really learn their area so they can be more productive when it comes to promoting the health club.
Think of the geographic area around your health club as sales territories and you will grow your health club and your health and fitness career.
For more free tips on increasing your health club membership base through health club marketing, health club campaigns, professional health club membership sales and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-217-3762.